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Courses of Instruction
ACCT 60013 Financial Reporting. A study of the fundamental concepts of financial accounting and reporting by business entities in accordance with generally accepted accounting principles. The course approaches the material from the perspective of the financial statement user rather than the financial statement preparer. Therefore, emphasis is placed on the use and interpretation of information contained in business financial statements by managers, investors, and creditors.
ACCT 60023 Accounting for Managerial Planning and Control. Prerequisite: INSC 60013 and ACCT 60013. A study of the basic concepts, measures, techniques, and approaches of managerial accounting. The emphasis is on understanding and developing accounting and economic concepts for decision making within profit-making and not-for-profit organizations related to such topics as short-term and long-term planning, performance measurement, transfer pricing, and traditional and contemporary product costing systems. The application of the basic concepts and approaches to small and large-sized domestic and global organizations is emphasized. Where appropriate, contemporary managerial accounting issues are stressed.
ACCT 65013 Financial Reporting and Analysis. A study of the fundamental concepts of financial accounting and reporting by business entities in accordance with generally accepted accounting principles. The course approaches the material from the perspective of the financial statement user rather than the financial statement preparer. Therefore, emphasis is placed on the use and interpretation of information contained in business financial statements by managers, investors, and creditors.
ACCT 65023 Accounting for Managerial Planning and Control. Prerequisite: INSC 60013 and ACCT 60013. A study of the basic concepts, measures, techniques, and approaches of managerial accounting. The emphasis is on understanding and developing accounting and economic concepts for decision making within profit-making and not-for-profit organizations related to such topics as short-term and long-term planning, performance measurement, transfer pricing, and traditional and contemporary product costing systems. The application of the basic concepts and approaches to small and large-sized domestic and global organizations is emphasized. Where appropriate, contemporary managerial accounting issues are stressed.
ACCT 70003 Business Law for Accounting Professionals. Prerequisite: Enrollment in MAc program or instructor permission. An overview of business law relevant to the practice of public accounting, including: contracts, business organizations, debtor-creditor relationships, government regulation of business, property, negligence, fraud, and the Uniform Commercial Code.
ACCT 70053 Contemporary Accounting Issues. Prerequisite: Enrollment in MAc program or instructor permission. Study of various aspects of accounting theory and applications. Normally, topics include theoretical frameworks, alternative models, regulation, rule development, and the demand for accounting information.
ACCT 70153 Financial Statement Analysis. Prerequisite: Enrollment in the MBA or MAc program or instructor permission. The analysis and use of information contained in corporate financial statements by equity and credit analysts, management, and auditors, including an understanding of the limitations and inadequacies of published financial statements.
ACCT 70273 Auditing. Prerequisite: Enrollment in MAc program or instructor permission. Auditing theory, practice, and procedure as applied to the problems of typical financial audits, special investigations, and review services. Review of ethical and legal responsibilities of professional accountants, and some consideration of relationships with clients, working papers, and preparation of audit and audit-related reports.
ACCT 70303 Advanced Federal Taxation. Prerequisite: Enrollment in MAc program or instructor permission. An overview of the fundamental concepts of the federal tax system that apply primarily to corporations, partnerships, estates, and trusts, with an emphasis on identification of tax issues, tax planning, and tax research.
ACCT 70460 Ethics for Accounting Professionals. Prerequisites: MANA 60460. This course is designed to further enhance students' ethical decision-making in relation to issues faced by accounting professionals. The course focuses on ethical reasoning and decision-making, integrity, objectivity, independence, professionalism and other core values of the accounting profession.
ACCT 70970 Special Problems in Accounting. Special Problems in Accounting.
BUSI 60070 Business Simulation. (1.5 credit hours). This course helps students integrate concepts from the different business disciplines by involving them in a complex computer simulation of realistic business situations. Teams of students are required to make business decisions involving a diverse set of business functions and activities over a series of rounds in which conditions change. Through successive phases of the simulation students must respond to the actions of competing company teams represented by their classmates and are exposed to the consequences of their previous decisions. The course, which is taught at the end of the required core courses, requires students to draw on the material from those courses in making their decisions. Students' performance in the simulation is reflected in a balanced scorecard of multiple metrics. At the end of the simulation students present their rationales are for their decisions.
BUSI 66100 Career Management and Professional Development. 1.5 credit hours. Prerequisite: Enrollment in the PMBA program. Assesses and develops skills in the following areas: career management, intercultural dynamics, leadership, professional communication, and team building. Students must complete various assessments and attend feedback sessions, complete the START Workshop, attend a specified number of events in the Industry Led Perspective Series, and meet a minimum level of competence in professional communication as assessed by the Neeley School's Center for Professional Communication. Students must also complete several career management requirements and submit a career development plan for approval. Students enroll in this course on a pass/no credit basis in their next-to-final semester, although they must complete the various components throughout the program, beginning with the START Workshop.
FINA 60003 Economic Environment of Business. A contemporary, real-world course focusing on the economic environment within which today's businesses operate taught from the perspective of the practicing manager. Content is both national and international in flavor. Highlights include study of the general economy, market structure and public policy, economic analysis of industries and business cycles, and economics of the firm. International comparative advantage is stressed. The course is taught through the use of materials, tools, and databases readily available to the manager.
FINA 60013 Management of Financial Resources. Prerequisite: ACCT 60013, or concurrent enrollment in ACCT 60013. A study of the acquisition and management of the financial resources of the firm. The emphasis is on developing and understanding decision making concepts related to such topics as valuation, cost of capital, capital budgeting, dividend policy, debt policy, and corporate control. The interaction between investment and financing decisions in the marketplace is emphasized in the context of risk-return considerations, and the obligation of management to security holders is considered. Where appropriate, the global environment of decisions is stressed.
FINA 65003 Economic Environment of Business. A contemporary, real-world course focusing on the economic environment within which today's businesses operate taught from the perspective of the practicing manager. Content is both national and international in flavor. Highlights include study of the general economy, market structure and public policy, economic analysis of industries and business cycles, and economics of the firm. International comparative advantage is stressed. The course is taught through the use of materials, tools, and databases readily available to the manager.
FINA 65013 Management of Financial Resources. Prerequisite: ACCT 65013, and INSC 65013. A study of the acquisition and management of the financial resources of the firm. The emphasis is on developing and understanding decision making concepts related to such topics as valuation, cost of capital, capital budgeting, dividend policy, hedging financial exposure, and corporate control. The interaction between investment and financing decisions in the marketplace is emphasized in the context of risk-return considerations, and the obligation of management to security holders is considered. Where appropriate, the global environment of decisions is stressed.
FINA 70183 Educational Investment Fund. Prerequisite: FINA 60013 or FINA 70513. Admission by approval of the Dean of the Neeley School. Participation in the operation of the Educational Investment Fund student managed investment portfolio. Students participating in the Educational Investment Fund are strongly encouraged to take six (6) additional hours of finance electives beyond the program requirements (with possible exception made in the case of extensive finance background).
FINA 70193 Educational Investment Fund. Prerequisite: FINA 60013 or FINA 70513. Admission by approval of the Dean of the Neeley School. Participation in the operation of the Educational Investment Fund student managed investment portfolio. Students participating in the Educational Investment Fund are strongly encouraged to take six (6) additional hours of finance electives beyond the program requirements (with possible exception made in the case of extensive finance background).
FINA 70420 Options and Futures Markets. 1.5 credit hours. Prerequisite: FINA 60013. Introduction to derivatives - financial contracts that "derive" value from other instruments or prices. An in-depth study of the valuation of derivatives. Valuation techniques include methods such as binomials and Black-Scholes models.
FINA 70470 Real Estate Finance. 1.5 credit hours. Prerequisite: FINA 60013. An examination of mortgage markets and instruments, including an introduction to basic real estate law, mortgage calculations, loan underwriting, primary and secondary mortgage markets, and securitization.
FINA 70513 Security Analysis. Prerequisite: FINA 60013 or graduate standing in economics. Theory of security selection focusing on its economic, financial and accounting aspects. Some attention directed to the role of technical analysis as an adjunct to the more traditional fundamentalist approach. Critical review of significant investment literature is included along with consideration of the Chartered Financial Analyst C.F.A. program and its professional objectives.
FINA 70520 Risk Management and Financial Engineering. 1.5 credit hours. Prerequisite: FINA 70420. Study of current usage of derivative instruments in financial engineering. Financial engineering is the science of managing financial risk exposure through derivatives, as well as the construction of new financial products, such as SWAPS. Topics include corporate risk management, hedge fund strategies, and operation of derivative markets.
FINA 70533 Portfolio Management. Prerequisite: FINA 60013. A 'state-of-the-art' examination of the theory and practice of portfolio management. Current literature in leading journals introduces topics such as contemporary techniques of risk-return management, setting portfolio objectives and measuring performance and portfolio selection and revision. Consideration is given to the special problems encountered in management of institutional portfolios.
FINA 70543 Advanced Financial Management. Prerequisite: FINA 60013. Applications of theory of corporate finance to real-world problems through case studies. Topics include financial analysis and planning, forecasting the financial needs of a firm, capital expenditure analysis, capital structure and distribution policies, merger and acquisition analysis, corporate restructuring, and risk management. Emphasis is placed on the effects of the firm's financial and operating decisions on the value of the firm's securities in financial markets.
FINA 70563 International Finance. Prerequisite: FINA 60013. Financial management of the firm in an international context. The basis of international trade, the management of currency and interest rate risks, international investment decisions, international money and capital markets, financial policy decisions in an international setting. Development of theory via lectures and applications via case analyses.
FINA 70570 Real Estate Investment Analysis. 1.5 credit hours. Prerequisites; FINA 60013 and FINA 70470. A study of the analytical tools and decision-making processes necessary to maximize returns from investment in commercial, industrial and residential income producing real estate. Investment analysis, optimal financial management and portfolio selection of real estate under institutional constraints and in the complex tax environment are considered.
FINA 70583 Topics in Applied Financial Analysis I. Prerequisites: ACCT 60013, INSC 60013, and FINA 60013. This course provides a comprehensive and integrated examination of fundamental topics related to financial analysis, using subject matter from the Candidate Body of Knowledge developed by the CFA Institute for the Chartered Financial Analyst (CFA) Level I program. Specific topics covered include ethics, economics, financial statement analysis, corporate finance, quantitative methods, portfolio management, equity analysis, fixed income analysis, and derivatives.
FINA 70593 Topics in Applied Financial Analysis II. Prerequisites: ACCT 60013, INSC 60013, FINA 60013, FINA 70583 or passing CFA Level I exam. This course provides a comprehensive integrated examination of advanced topics related to financial analysis, using subject matter from the Candidate Body of Knowledge developed by the CFA Institute for the Chartered Financial Analyst (CFA) Level II program. Specific topics covered include advanced applications in ethics, economics, financial statement analysis, corporate finance, quantitative methods, portfolio management, equity analysis, fixed income analysis, and derivatives.
FINA 70970 Special Problems in Finance. Special Problems in Finance.
FINA 75543 Advanced Financial Management. Prerequisite: FINA 60013. Applications of theory of corporate finance to real-world problems through case studies. Topics include financial analysis and planning, forecasting the financial needs of a firm, capital expenditure analysis, capital structure and distribution policies, merger and acquisition analysis, corporate restructuring, and risk management. Emphasis is placed on the effects of the firm's financial and operating decisions on the value of the firm's securities in financial markets.
FINA 75970 Special Problems in Finance. Special Problems in Finance.
INSC 60013 Data Analysis for Managerial Decisions. Examines statistical and analytical techniques to analyze data for effective managerial decisions. Deals with applications from business and industry. Topics include description and summarization of data, exploratory data analysis, testing hypothesis, analysis of variance, regression analysis and forecasting, and fundamentals of decision theory.
INSC 60023 Manufacturing and Services Operations Management. Prerequisite: ACCT 60013, and concurrent enrollment in INSC 60013. Develops concepts and analytical skills to address the issues related to the creation and distribution of goods and services. Emphasizes the role of operations function as a competitive weapon and examines how operations strategy can be integrated with the corporate strategy and other functional strategies. Discusses the increasingly important role of global competition, technology, and total quality. Other topics include process design, capacity planning, technology choice, planning and inventory control, and just-in-time systems. Technology is emphasized.
INSC 60040 Managing Information Technology. Prerequisite: MANA 60003. An investigation of information technology as a facilitator of organizational strategy and business process redesign. The role of information in the evaluation and control of corporate uncertainty at the organizational and interorganizational level is examined. Particular emphasis is placed on the successful design, implementation, and use of information technologies in both national and international organizations. Technology is emphasized.
INSC 60600 Concepts in Supply Chain Management. 1.5 credit hours. Effective Supply Chain Management (SCM) has become increasingly important to businesses. This course will provide an overview of the major concepts associated with SCM. Topics include logistics, transportation, procurement, demand forecasting, supply chain operations, information technology and global SCM.
INSC 65013 Data Analysis for Managerial Decisions. Examines statistical and analytical techniques to analyze data for effective managerial decisions. Deals with applications from business and industry. Topics include description and summarization of data, exploratory data analysis, testing hypothesis, analysis of variance, regression analysis and forecasting, and fundamentals of decision theory.
INSC 65023 Operations Management. This course develops concepts and analytical skills to address the issues related to the creation and distribution of goods and services. It emphasizes the role of operations function as a competitive weapon and examines how operations strategy can be integrated with the corporate strategy and other functional strategies. It discusses the increasingly important role of global competition, technology, and total quality. Other topics include process design, capacity planning, technology choice, planning and inventory control, and just-in-time systems. Technology is emphasized.
INSC 70420 Regression Analysis. 1.5 credit hours. Prerequisite: INSC 60013. This course serves as an MBA elective. Presents the basic theory of simple and multiple linear regression analysis with applications to business and economic data. Discusses analysis of both cross-sectional data and time-series data. Topics include statistical inference, limitations of regression models, violations of assumptions, use of indicator variables, and variable selection. Extensive use of computer software. Applications to real business and economic data. Analysis of variance and logistic regression will be covered if time allows.
INSC 70430 Supply Chain Operations Management. 1.5 credit hours. This course serves as an MBA elective. An in-depth study of the theory and practice of supply chain management function in manufacturing and service industries. Supply chain management is the integration of the activities associated with the flow and transformation of goods from the raw materials stage through to the end user, to achieve a sustainable competitive advantage. This course provides insights into the conceptual foundations and facilitates an understanding of the strategic concepts and tools necessary for meeting the challenges in the management of supply chains. Topics include management of logistics networks, material flows and the role of information systems technology.
INSC 70520 Time Series Forecasting. 1.5 credit hours. Prerequisite: INSC 60013. This course serves as an MBA elective. Presents extrapolative time-series forecasting techniques with applications to business and economic data. Techniques discussed include moving averages, decomposition, exponential smoothing and ARIMA models. Provides an understanding of the limitations of forecasting models and the pitfalls involved in their use. Qualitative forecasting is also discussed. Extensive use of computer software for time series forecasting. Applications to real business and economic data.
INSC 70610 Logistics and Transportation. 1.5 credit hours. Prerequisites: MARK 60013. Logistics is a core business process that facilitates the creation of value for the external customer and helps to integrate the other functions and processes within the firm. Logistics is defined as that part of the supply chain process that plans, implements, and controls the efficient, effective forward and reverse flow and storage of goods, services, and related information between the point of origin and the point of consumption in order to meet customers' requirements. This course will cover many aspects of business logistics, including materials management, physical distribution, customer service, order processing, information flows, transportation, warehousing and inventory management.
INSC 70620 Supply Chain Information Tools and Technologies. 1.5 credit hours. Prerequisites: MARK 60013. Effective supply chain management is heavily dependent on integration of state-of-the-art information tools and technologies. This course will provide an understanding of supply chain models and practical tools for effective decision making and integrated supply chain management (for example ABC segmentation, demand forecasting and planning, inventory management, distribution management and multi-plant coordination). The emphasis will be on exploring tools and off-the-shelf software packages that have been proven effective in many industries, and on identifying and understanding implementation issues associated with the use of such tools.
INSC 70640 Global Supply Chain Management. 1.5 credit hours. Prerequisites: MARK 60013. This course will deal with (a) the diversity and complexity to be understood and managed in the globalization of supply chain activities, (b) unique characteristics of the global transportation (ocean shipping, intermodal, and air) system, (c) legal and regulatory issues impacting global supply chain decisions, (d) import and export processes, (e) documentation requirements, and (f) challenges and integration issues with global supply chain management.
INSC 70650 Strategic Sourcing and Procurement. 1.5 credit hours. Prerequisites: MARK 60013. This course focuses on the key issues related to the strategic implications of sourcing of products, the purchasing of goods and services, and the role of purchasing in a supply chain context. Provides students with an understanding of purchasing processes, issues, and best practices. Emphasis areas include supplier quality, relationship management, and global sourcing.
INSC 70660 Supply and Value Chain Strategy. 1.5 credit hours. Prerequisites: MARK 60013, INSC 70600. This course is designed to be the capstone course for the MBA with a concentration in Supply Chain Management. It will help the students integrate all the elements of supply chain management, and examine how they might be applied to achieve strategic advantage for the firm. The course will use a combination of readings on supply chain strategy and case analysis.
INSC 70773 Emerging Information Technologies for Decision Support. Managerial perspective of emerging information technologies for problem solving and decision making. Examination of decision factors that must be considered when using decision support technologies are examined. Formulation, development and evaluation of decision support systems, expert systems, neural networks, hypermedia, user interface designs are discussed. Hands-on use of decision support technologies and field trips.
INSC 70970 Special Problems in Information Systems and Supply Chain Management. Special Problems in Information Systems and Supply Chain Management.
INSC 71000 Project Management. (1.5 credit hours) Prerequisite: INSC 60023. Present major concepts and techniques of project management. Familiarizes students with problems and issues confronting project managers and provides vocabulary, concepts, insights, and tools to address these issues. Topics include project planning, execution, control, scope, time, cost, and quality. Integrated processes and risk management perspectives are stressed.
INSC 71010 Program Management. (1.5 credit hours) Prerequisite: INSC 71000. A follow-on course to INSC 71000, dealing with larger projects and multi-project enterprises, this course provides an overview of several areas and knowledge of foundational tools. As a generic course in program management, it avoids over-emphasis on the way program management is performed in a single industry. Topics include managing strategic portfolios of independent projects and coordinating large programs of interdependent projects. Integrated processes and risk management perspectives are stressed along with managerial insights and the underlying assumptions.
INSC 75663 Supply Chain Strategy and Information Technology. Prerequisite: Enrollment in the EMBA program. For many companies, supply chain management has become an important element of competitive strategy. However, to achieve a competitive advantage requires effective design and integration of supply chain strategies, processes, and information technologies. Through selected readings and case analysis, this course will examine the linkages between supply chain strategy and competitive strategy, critical elements for effective supply chain management, and current trends in supply chain best practices and information technologies.
MANA 60023 Legal and Social Environment of Business. Corporations operate within an environment that is comprised of relationships with customers, investors, employees, competitors, and suppliers. The primary focus of this course will be to examine those federal and state laws that regulate these relationships. Appropriate attention will be paid to the various social, ethical, and political forces that influence the development and enforcement of laws. Additionally, the course will highlight aspects of the international legal environment of business.
MANA 60033 Managing People. An introduction to leadership concepts and behavioral skills which are used to develop a managerial perspective for organizational problem- solving. General topics include motivation, individual performance, reward systems, leadership, communication, listening, teams, organization cultures, and managing change. Written and oral communication skills are emphasized.
MANA 60063 Strategic Management in a Global Environment. A final integrative course in contemporary global strategic management that integrates the basic business functions. Comprehensive cases deal with global competition in complex changing environments within which the organization seeks to achieve a sustainable competitive advantage. Issues of strategy formulation and implementation are addressed. Technology and communication skills are emphasized.
MANA 60460 Business Ethics. 1.5 credit hours. Prerequisite: Admission to the MBA, MAc, or MIM program. Managing Business Ethics addresses moral reasoning and decision making in a business context. Tools for addressing ethical dilemmas are addressed from a personal, managerial, and organizational framework. Case studies are used to develop moral reasoning skills.
MANA 65003 Business Strategy and Structure. An introduction to business strategy and organization structure. The course presents basic strategic management concepts including industry analysis and competitive positioning, building sustainable competitive advantage, and competitor analysis. Linkages between strategy and structure are examined in the context of organization design. Interfunctional and interorganizational issues are explored and ethical considerations are addressed. Technology and communication skills are emphasized.
MANA 65023 Legal and Social Environment of Business. Corporations operate within an environment that is comprised of relationships with customers, investors, employees, competitors, and supplies. The primary focus of this course is to examine those federal and state laws that regulate these relationships. Appropriate attention is paid to the various social, ethical, and political forces that influence the development and enforcement of laws. Additionally, the course highlights aspects of the international legal environment of business.
MANA 65033 Building High Performance Work Systems. High performing organizations gain competitive advantage by putting people first. This course examines via case study discussion and readings how these performance, people-centered organizations focus on: aligning people management with strategy, selective staffing, training as investment, building effective teams, sharing information, and designing effective reward systems.
MANA 65063 Strategic Management in a Global Environment. This final course in contemporary global strategic management integrates the basic business functions. Comprehensive cases deal with global competition in complex changing environments within which the organization seeks to achieve a sustainable competitive advantage. Issues of strategy formulation and implementation are addressed. Technology and communication skills are emphasized.
MANA 70163 Leadership Development. Prerequisites: MANA 60003, 60023, 60033, ACCT 60023, INSC 60023, FINA 60013, MARK 60013 and permission of the instructor. Integration of business school skills developed in the classroom with the problem-solving requirements of modern business. Participants work in teams assigned to off-campus, real business problems. Full responsibility is assigned to the students who must demonstrate leadership ability and skill in developing and presenting solutions.
MANA 70353 Private Equity. Prerequisites: Open to MBA and MAc students; this elective course provides the theoretical background and practical application of private equity in the United States and the world. The principle focus of the course will be early stage venture capital. However, other elements of private equity such as leveraged buyouts and corporate venturing will also be reviewed. To ensure that a realistic perspective of private equity occurs in the class, cases and projects provided by active private equity professionals will be employed to illustrate material.
MANA 70503 Entrepreneurship. Prerequisite: MANA 60033. An introduction to the skills, concepts, attitudes, and knowledge relevant to creating and managing entrepreneurial ventures. Examines the nature of the entrepreneur and the entrepreneurial process, the driving forces behind the process, the screening and evaluation of new venture ideas and business opportunities, the utilization of available resources, and the development of successful business plans.
MANA 70603 Human Resource Management. Prerequisite: MANA 60033. The study of programs and activities pertaining to personnel management systems. Major topics include fair employment practices, job analysis, human resource planning, performance appraisal, selection and staffing and training and development.
MANA 70610 Essentials of Negotiation. 1.5 credit hours. Prerequisite: MANA 60033. Study of distributive, integrative/principled, and intraorganizational negotiation. Includes coverage of negotiation strategies, tactics, preparation, errors, cognitive biases, social structure, ethics, and international negotiations.
MANA 70623 Law and Business in the European Union. Beginning in 1957 with the signing of the Treaty of Rome, six European countries established a European Economic Community (now Union) whose goal was the elimination of all barriers to the free movement of goods, services, workers, and capital. The European Union, now comprised of 15 countries, is the largest and most integrated regional trading block in the world. This course examines the legal order of the European Union and examines the multitude of ways it affects companies who wish to do business with its citizens.
MANA 70633 Interpersonal Relations. Prerequisite: MANA 60033. Cognitive and experiential approaches are combined to facilitate understanding of issues which affect interpersonal relations. Primary objective is the development of interpersonal competencies in both one-to-one and group decision-making situations.
MANA 70760 Transformational Leadership. 1.5 credit hours. Prerequisite: MBA student or permission of instructor. This course is designed to give students an understanding of leadership processes that underlie the survival, effective functioning and self-determination of organizations in the 21st century. To this end, we will examine a number of relevant topics that reflect the nature of the challenge being faced, key people and organizational issues in meeting this leadership challenge, and how organizations can select, nurture and develop future leaders.
MANA 70780 Management Consulting. 1.5 credit hours. Prerequisite: MANA 60033. This course will examine critical issues associated with effective management consultation. Topics will include clarifying the role and types of management consultation, developing a sound understanding of the consultation processes, and identifying key capabilities associated with effective consultation. In addition, this course will explore consulting from the perspective of external consultants (both boutique and large consulting firms) and internal consultants (e.g., who tend to work for large corporations). Finally, we will address key business issues for independent consultants and the factors needed to create, grow and sustain a successful consulting business.
MANA 70970 Special Problems in Management. Special Problems in Management.
MANA 75163 Transformational Leadership. This course is designed to give the student an understanding of leadership processes that underlie the survival, effective functioning and self-determination of organizations in the 21st century. To this end, the class examines a number of relevant issues that reflect both the "being and doing" of leadership. The focus is on leading from senior positions, and in particular, on leading change in a corporate context. The class covers topics that reflect the nature of the challenge being faced, how leaders approach those challenges, and key people and organizational issues that help meet them. The participants explore how organizations can nurture and develop future leaders.
MANA 75613 Negotiations. Study of distributive, integrative/principles, and intraorganizational negotiations. Includes coverage of negotiation strategies, tactics, preparation, social structure, ethics, and international negotiations. Errors and breakdowns are also covered along with other conflict resolution techniques such as mediation and arbitration.
MANA 75970 Special Problems in Management. Special Problems in Management.
MANA 75983 Entrepreneurship. This course is the study of entrepreneurial ventures. The focus is on the origination of high growth; high potential ventures, which can obtain venture capital financing. The course will examine both the theoretical and practical background of such ventures. The culmination of the students' efforts being a business plan for such a venture.
MARK 60013 Market-Driven Strategy. Prerequisites: ACCT 60013, INSC 60013, and MANA 60003. Examines the roles of marketing processes in identifying potential customers and their needs, selecting and analyzing market targets, and establishing and maintaining customer relationships. Topics addressed include product planning, distribution, pricing, and promotion strategies designed to produce customer satisfaction. Communication skills are enhanced by written and/or oral presentation assignments.
MARK 65013 Advanced Marketing Management. This is an examination of the marketing function and how it relates to value creation, strategic corporate management and marketing decisions; the major phenomena underlying marketing strategy formulation and the component divisions of product planning, communication and channels of distribution, both theory and cases to develop a managerial perspective of marketing; linking marketing strategy to financial value.
MARK 70100 Promotion Management. 1.5 credit hours. Prerequisite: MARK 60013 and INSC 60013. The purpose of this course is to teach the student the fundamentals in devising a promotional strategy. The course addresses the basic knowledge a manager needs to understand, plan, execute, and evaluate promotion programs. It treats the promotion process as an integrated set of activities including Advertising, Personal Selling, Sales Promotion, Publicity, and Packaging.
MARK 70630 Demand Forecasting Management. 1.5 credit hours. Prerequisites: MARK 60013. Demand forecasting is one of the key functions of any business enterprise. It drives decisions in every facet of business operations. This course will provide an overview of the techniques, systems, and management approaches used to develop demand forecasts and sales plans. Performance measurement and special cases of forecasting will also be covered.
MARK 70700 Sales Strategy and Organization. 1.5 credit hours. Prerequisite: MARK 60013. Students are introduced to issues in planning and organizing a sales force. Planning the sales force involves integrating sales strategy with overall promotion and marketing strategy, developing appropriate implementation methods, and developing proper control mechanisms. Organizing a sales force includes developing a selling mix and managing human and capital resources.
MARK 70710 Managing the Selling Effort. 1.5 credit hours. Prerequisite: MARK 60013. This course is a continuation of MARK 70700. It focuses on managing the human and capital resources necessary to effectively accomplish selling goals. Specific topics include motivating, training, selecting, compensating, and evaluating salespeople.
MARK 70720 Planning and Launching Successful New Products. 1.5 credit hours. Prerequisite: MARK 60013. Study and evaluation of multi-functional processes for planning new products (goods and services). Includes idea generation, concept evaluation, product design and testing, marketing strategy, market introduction, and performance evaluation.
MARK 70730 Strategies for Building Strong Brands. 1.5 credit hours. Prerequisite: MARK 60013. Study of brand equity management, brand identification, brand portfolio management, brand leveraging, and related strategic brand management topics. Examines organizing for product management including multi-functional teams and metrics for assessing product and brand performance.
MARK 70740 Topics in International Marketing. 1.5 credit hours. Prerequisite: MARK 60013. This course serves as a special MBA elective in the area of international marketing. The course is designed to give the student a basic perspective of how marketing has evolved beyond domestic marketing and into marketing at a global level. The international marketing course examines the Twenty-first Century - politics, markets, culture, technology, and marketing.
MARK 70750 International Marketing. 1.5 credit hours. Prerequisite: MARK 60013. This course introduces the field of international marketing and provides a broad perspective from which to explore and examine various aspects of what changes when firms compete internationally.
MARK 70760 Services Marketing. 1.5 credit hours. Prerequisite: Graduate standing. Examines characteristics of services, the special marketing challenges posed by these characteristics, and marketing strategies unique to public and private, for-profit and non-profit sector service marketing organizations.
MARK 70770 Marketing Research. 1.5 credit hours. Prerequisites: MARK 60013 and INSC 60013. Current marketing research techniques. Both quantitative and behavioral research techniques will be explored with an emphasis on application of such techniques to information gathering and problem solving. Market research, as a process, is emphasized.
MARK 70780 Marketing and the Internet. 1.5 credit hours. Prerequisite: MARK 60013. The course compares and analyzes Internet marketing strategies for business-to-business and business-to-consumer companies. Marketing relationship building is becoming more important than ever and the use of the Internet is an integral part of any customer relationship program. The potential of the Internet to change marketing communication and distribution has to be exploited.
MARK 70790 Marketing and Technology. 1.5 credit hours. Prerequisite: MARK 60013. The course examines how marketing strategies can be developed using current technological innovations. Students will research current literature to learn what technology tools are available and how they might be used in marketing applications.
MARK 70800 Marketing Strategy. 1.5 credit hours. Prerequisites: MARK 60013. An examination of current marketing problems and related problem-solving techniques.
MARK 70810 Strategic Marketing Decisions. 1.5 credit hours. Prerequisites: MARK 60013 and 70800. The course focuses on the strategic marketing choices made by top management that have a significant influence on an organization's performance.
MARK 70970 Special Problems in Marketing. Special Problems in Marketing.
MARK 75970 Special Problems in Marketing. Special Problems in Marketing.